Job Title: Group Head of Account Management
Brand: Xeim
Location: Waterloo
Detailed Responsibilities:
The Influencer Group (TIG) products comprise of Influencer Intelligence, Fashion & Beauty Monitor and Foresight News; these are data intelligence tools that help businesses to identify and connect with relevant influencers and celebrities. Our advisory services included in the subscriptions draw upon specialist research teams, social analytics and data science techniques to help businesses formulate brand collaboration strategies that ensure maximum return on investment.
This position heads up the The Influencer Group sales and customer engagement teams. It is a player/manager position, whereby the successful candidate will leverage their expertise in account management and customer success to retain and grow their own book of business, while leading by example and setting strategy and process for the rest of the TIG commercial team.
The post holder will be a critical member of the Xeim Commercial team, reporting directly to Commercial Director for Retention & Engagement and working collaboratively with marketing, our content team and partners to understand and customise our proposition to clients.
Key Accountabilities:
- Accurate reporting and forecasting.
- Implementing the customer success plan schedule team-wide.
- Designing and rolling out Customer Engagement best practice for all enterprise customers
- Identify and exploit opportunities across the TIG client base, and share knowledge to identify trends and associated opportunities.
- Developing relationships with client base, understanding their business and the sector and through a consultative account management approach driving usage and value; advising TIG account managers on how they can take the same approach with their own book of business
- Ensuring maximum revenue generation through effective negotiation.
- Organised, methodical, process-driven and with an eye for detail.
- You are responsible for devising and executing ‘customer success plans’ to ensure your client base derives maximum ROI from the subscription, thus securing renewals and achieving uplift where the opportunity exists.
Behaviours and Knowledge:
- Stay up to speed with the digital trends and subsequent challenges/opportunities facing your client base
- Use initiative to identify at risk and growth opportunities months in advance so appropriate action is taken
- Able to juggle accurate admin and renewal processes with proactive client contact and meetings
Success Measures:
- Subscription renewal rates by value and volume
- Level of feedback passed to Senior Leaders and Content Team to drive product enhancements
Essential:
- Sales experience
- Proven track record of meeting sales targets in a consultative sales environment
- Excellent interpersonal, written and verbal communication skills
- Client-facing experience with high value customers
- Outstanding conversation skills, commercial acumen and adept at uncovering prospects’ business challenges
- Experience in negotiating high value contracts with procurement
- Passion and interest in all things digital
- Entrepreneurial with a problem-solving mentality and positive attitude
- Motivation to work independently and collaboratively with colleagues
Desired:
- Strong track record in B2B sales role preferably business information or subscriptions based
- Understanding of digital marketing, especially influencer marketing
What we can offer you
- 25 days holiday, increasing by one day p.a. to a maximum of 30 days for every year served
- Medicash health plan
- Stunning Waterloo offices with views of the Thames plus complimentary barista coffee / free bar / table tennis tables – the works
- Complimentary access to accredited training programmes worth thousands of pounds including our Mini MBA
- Active Diversity and Inclusivity agenda (DICE – Diversity Inclusion, Culture, Engagement)
- Annual Wellness Day
- Share Incentive Plan
- Give as you Earn Scheme